Are you just an order taker?

Are you just an order taker?

Here’s a quick and easy question. The answer might show you how good you and your team are at sales: Is your closing rate too high? In other words, can you proudly boast that you win every job (or nearly every job)? Well, if you do, there’s a good chance...
Modern-Day Buyers can be tricky!

Modern-Day Buyers can be tricky!

It used to be the case that you could just make a phone call to a buyer, tell them about your new ‘thing’ and get an appointment. OK, I make that sound like it would work every time – it didn’t – but it worked enough times to make it...
What sales mistakes have you committed?

What sales mistakes have you committed?

What terrible mistakes have you committed in sales? As a sales trainer and sales coach I see loads of sales mistakes, but it doesn’t mean I haven’t committed a few in my time! One of my worst was at Xerox. As a senior member of the team, I often had the...

Most people don’t understand sales

Most people don’t understand sales. So if you think these qualities will help you sell, they won’t ❌ having the ‘gift of the gab’ ❌ never giving up on a deal ❌ having an answer for everything ❌ great sales people are born not made ❌ you have to...
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